We salespeople can’t sell anything to anyone without first establishing an exceptional level of trust–an increasingly difficult thing to do. The ten tips I shared on in a recent radio show can help sales professionals build a ‘platinum level’ of trust.
The Ten Tips
1. Learn non-verbal skills and apply them in writing, on the phone, and in person to establish rapport in an increasingly ‘cold inquiry’ world. (For example: That’s voice pacing, inflections, pauses, pitch, dynamics–just to name a few ‘hearing’ non-verbal skills.)
2. We believe what others say about a salesperson, not what the salesperson says about themselves. Use testimonials; check evaluation websites to see what consumers are saying about you.
3. Create an after-the-sale survey and use it consistently. If there’s something wrong, fix it fast.
4. We believe what we see, not what we hear. Show, don’t tell. Use visual presentations consistently.
5. Flip your sales presentations. Ask questions—lots of questions—first. Educate. Finally, sell (well, you won’t have to sell).
6. Tell the truth attractively. Show evidence. Don’t try to scare the client into action by predicting the future.
7. Evaluate the client for long-term relationships. Is the client someone you want to add to your ‘tribe’?
8. Use ‘tough love’ with a client to tell the truth, turn down a client—to stay true to your values. Do what’s best for the client.
9. Re-cap. Regularly, stop and re-cap with the client. Do this, too, when you can’t meet client expectations.
10. Book of Greatness: Don’t brag about yourself in the middle of apresentation. Create a ‘Book of Greatness’ to use in your pre-first visit so your clients get to know you and your approach to sales.
Trust evaluator: See what your trust level quotient is. Click here to get the Trust Evaluator. The higher your trust quotient, the more money you’ll make–more easily.